This is presentation I perform at an community college program that combined the traditional processes of selling along with the intergration of Social Media and what I like calling it "Sales Hero" behaviors. Linda P. Taylor, the Social Media Diva, covers the Social Media section. We live in a world that does not like to be sold but likes to buy. Sales Heroes need to do it all and use their super powers inside and outside of their career. The world needs more sales heroes and less sales people. If you need more information on this please visit the Super Sales Hero http://www.petergodinezsc.com
DON'T WANT TO SIGN UP? Get the PDF on the RAIN Group blog: https://www.rainsalestraining.com/blog/13-tips-for-email-prospecting-success. These 13 prospecting email tips will help you craft prospecting emails that stand out in buyers' inboxes, improve response rates, and ultimately secure more meetings.
In an age where the social customer has risen to new heights, customer support teams have been required to adjust to meet the needs of their customer base more than ever. For Desk.com, our team strives to provide what we like to call: "Customer WOW"
The real Customer WOW happens when you combine empathy and understanding for the challenge the customer is facing, identify and resolve the issue with skill (and bonus points for style), and drive and scale that learning back into the organization. Desk.com's Customer WOW team has taken it upon themselves to divulge some of the deep secrets of how to achieve these results. Check out their 13 principles to providing Customer WOW.
Curious about Desk.com? Download this free kit to get started: http://bit.ly/FreeCustomerServiceKit
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesInsideSales.com
Featuring Ken Krogue, President, Founder and Chief Strategy Officer at InsideSales.com and Amanda Holmes, CEO of The Chet Holmes Institute
Is your marketing being heard through the noise of your competitors? Does your sales team maximize the leads marketing generates? Learn the art and science of lead generation and management strategies that leverage your marketing spend and increase response rates.
After listening to this webinar you will be able to:
Get 9x the response from your marketing spend and Increase Response 342%
Learn 7 proven ways to increase your response rates
Understand 5 reasons your marketing isn't working like it should (and know how to fix it)
The Mental side of Sales - How to become a Sales JediSani Leino
Sales is in many ways a mental game instead of a product presentation. My thoughts on how one can view sales in a bit different perspective.
May the Sales Force be with you.
How to win on the customer experience battleground; where businesses are won ...Noojee Contact Solutions
Everyone's talking about customer experience. But what is it? And how can you really influence it, to give your business a winning advantage? Here's your action plan!
We take you step by step through how to define customer experience (hint: it's not the same as customer service!).
Then, through a series of checkpoints you'll begin to identify the touchpoints and interactions that you can influence, particularly in your contact centre.
Finally we'll take a look at how Zappos managed to transform their customer experience - and what the learnings are for you.
This is a great presentation to go through with your management team or a customer service team looking to find way to improve.
It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions.
Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions?
After working as a business partner at one of the largest question based sales methodology companies for 5-years, it was my experience that most salespeople find themselves in the same dilemma when they try to direct customers to value with questions. The customer’s answers never follow the sequential nature of the questioning model, because it’s too inflexible to adjust to the fluidity of a business conversation.
To get customers back on course, salespeople don’t need better directions, they need a map. If salespeople, for example, know the answers behind the questions, the answers will paint a picture that salespeople can use as a map. With this map, they can guide customers with directed questions to unrecognized or misunderstood problems, and thereby, create value for their product.
DON'T WANT TO SIGN UP? Get the PDF on the RAIN Group blog: https://www.rainsalestraining.com/blog/13-tips-for-email-prospecting-success. These 13 prospecting email tips will help you craft prospecting emails that stand out in buyers' inboxes, improve response rates, and ultimately secure more meetings.
In an age where the social customer has risen to new heights, customer support teams have been required to adjust to meet the needs of their customer base more than ever. For Desk.com, our team strives to provide what we like to call: "Customer WOW"
The real Customer WOW happens when you combine empathy and understanding for the challenge the customer is facing, identify and resolve the issue with skill (and bonus points for style), and drive and scale that learning back into the organization. Desk.com's Customer WOW team has taken it upon themselves to divulge some of the deep secrets of how to achieve these results. Check out their 13 principles to providing Customer WOW.
Curious about Desk.com? Download this free kit to get started: http://bit.ly/FreeCustomerServiceKit
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesInsideSales.com
Featuring Ken Krogue, President, Founder and Chief Strategy Officer at InsideSales.com and Amanda Holmes, CEO of The Chet Holmes Institute
Is your marketing being heard through the noise of your competitors? Does your sales team maximize the leads marketing generates? Learn the art and science of lead generation and management strategies that leverage your marketing spend and increase response rates.
After listening to this webinar you will be able to:
Get 9x the response from your marketing spend and Increase Response 342%
Learn 7 proven ways to increase your response rates
Understand 5 reasons your marketing isn't working like it should (and know how to fix it)
The Mental side of Sales - How to become a Sales JediSani Leino
Sales is in many ways a mental game instead of a product presentation. My thoughts on how one can view sales in a bit different perspective.
May the Sales Force be with you.
How to win on the customer experience battleground; where businesses are won ...Noojee Contact Solutions
Everyone's talking about customer experience. But what is it? And how can you really influence it, to give your business a winning advantage? Here's your action plan!
We take you step by step through how to define customer experience (hint: it's not the same as customer service!).
Then, through a series of checkpoints you'll begin to identify the touchpoints and interactions that you can influence, particularly in your contact centre.
Finally we'll take a look at how Zappos managed to transform their customer experience - and what the learnings are for you.
This is a great presentation to go through with your management team or a customer service team looking to find way to improve.
It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions.
Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions?
After working as a business partner at one of the largest question based sales methodology companies for 5-years, it was my experience that most salespeople find themselves in the same dilemma when they try to direct customers to value with questions. The customer’s answers never follow the sequential nature of the questioning model, because it’s too inflexible to adjust to the fluidity of a business conversation.
To get customers back on course, salespeople don’t need better directions, they need a map. If salespeople, for example, know the answers behind the questions, the answers will paint a picture that salespeople can use as a map. With this map, they can guide customers with directed questions to unrecognized or misunderstood problems, and thereby, create value for their product.
REAL ESTATE- Create more clients in 30 DaysDawn Doherty
Dawn Doherty http://dawnd.com demonstrates the step by step process for creating a consistent flow of income. You'll learn what to do each day to call in your next best client!
5 Reasons You Will Fail At Open Networking!Stuart Walton
Fact - Networking brings companies a rich stream of new contacts and business that can make them more successful & profitable
Fact - Networking help them to understand their customers and the marketplace better whilst testing their message and its effectiveness.
"Making the right connections can make the difference between success and failure in business. The trick is doing it in a room full of strangers!"
“Keep in mind that networking is about being genuine and authentic, building trust and relationships, and seeing how you can help others.”
Success in Sales and Marketing Part 1- BASIS Marketing TrainingKenny Ong
Part A: Success in Sales & Marketing begins with your own Potential (1 hour)
1. Attitude, Character, and Habits
2. Maximizing your Potential
3. Building Relationships and Networks
4. Sales & Marketing: Why both are important
Part B: Success in Marketing (30 mins)
1. Overview of Marketing Strategies and Concepts
2. Introduction to Different marketing Options: Mass/Indirect Marketing Techniques, Targeted/Direct Marketing Techniques, Guerilla and Word-of-Mouth Marketing
3. How to develop a “Total Marketing Plan” introduction
Part C: Success in Sales (1½ hours)
1. Sales Mindset
2. Laws of Selling
3. How to Influence other people
4. Tele-Sales Tips
5. Practical and Easy-To-Learn Techniques to increase sales
8 B2B customer confessions. Understanding them can boost your acquisition & r...Chief Listening Officers
In case you're wondering what B2B decision-makers are thinking and saying to each other, but not to you, check this out.
These are 8 of the most frequent "confessions" or rants I've uncovered in conducting nearly 2,500 discovery conversations with my clients' customers and former customers:
1 “I wish you’d understand my goals—or at least ask me about them.”
2 “I hate when you say, ‘This isn’t a pitch,’ then launch into a 30-slide deck.”
3 “I ignore your laundry list of features and capabilities. Just tell me what you do best.”
4 “I dread talking to someone who is trying to answer detailed questions but can’t.”
5 “I’d love you to stop trying to upsell us before you’ve solved one problem really well.”
6 “I’m dying to know how your other customers solve this problem. I need context!”
7 “I hate when you say you’re our ‘partner. Just find ways to align with my interests.”
8 “I wish you’d be in touch when you don’t need anything.”
To read more about what each confession means and to see my disruptive questions that will get your customers and prospects to open up, check out these slides.
The Huge Power of Small: Create a Customer Service Experience - Triple Play 2021Antoine Dupont
Slides from my presentation at TriplePlay 2021 in Atlantic City, NJ on December 8, 2021. This was the 1:30 pm session. Enjoy!
Discover the insights & strategies used by more than 226,000 companies worldwide: how to accelerate growth of your business, how to increase customer acquisition and retention by creating a deep connection with them and how to attract and retain employees by giving them an added level of purpose in their day to day responsibilities. These ideas cost nothing to implement (because they’re so small), yet their impact is profound. And best of all, you can put them into action immediately.
3 Rules For Giving and Getting Great ReferralsTom Fox
Referrals fill the sales pipeline but how do you get, and give GREAT REFERRALS? Here are traits of great givers and "getters" and 3 rules to follow to fill your pipeline with prosperity.
Preparing Successful Sales Quotes: Experts Weigh In
It can take a lot of work to get a lead to the quoting stage. Don’t throw away all the effort you have put in managing your sales pipeline by preparing a sub-par sales quote. Providing a successful sales quote can often determine if you win or lose a deal.
To help you sort through it all, we’ve reached out to a panel of sales and small business experts and asked them all a single question: “What are the keys to preparing successful sales quotes? ”
Why Salespeople Fail . . . and what you can do about it!Tom Mallens 📈 💯
It's very hard to succeed in sales unless you know and understand the causes of failure. Otherwise, you're left to guess at what will work based on what everyone else is doing and - by definition - what everyone else is doing only generates mediocre results.
A different way of continuing the call call through the prospecting cycle and into your pipeline. 58 pages, but again 20-25 pages are humorous and antidotal in nature. Perfect for a 4 hr session with your inside sales or sales rep group.
Greysmoke's 11 Maxims on B2B Demand Generation CampaignsBaker Egerton
A visual whitepaper describing 11 fundamentals that every demand generation campaign for the enterprise should consider. Helpful insight for anyone who wants a peek at some of the complex considerations surrounding campaigns.
Overcoming the Fear of Calling for Sales SuccessPaul Kirch, PRC
One of the biggest challenges facing anyone in a sales role or any other role where client contact is critical is the fear of failure or rejection. Learning to overcome such fear is easy if you have the right pre-call strategies in place. Paul Kirch, CEO of Actus Sales Intelligence, walks you through simple strategies for facing your fear head on.
Follow Up or Go Home: 15 Tips For CRE Sales BrokersRonald H. Cohen
All good prospecting efforts are wasted without good follow-up. Here are some fundamental tips of the trades for all the soldiers pounding the pavement for deals every day.
PR and Marketing in Times of Turmoil from Marketing Jam '09Austin AMA
At the Austin AMA Marketing Jam '09, strategic communications experts Stacy Armijo and Michael Russel of Pierpont Communications (www.piercom.com) addressed how to approach PR and Marketing in times of turmoil.
Interested in more marketing programs and networking? Visit the Austin American Marketing Association website (www.austinama.org) for coming events and the AMA blog (www.austinama.org/blog) to be a part of the conversation.
REAL ESTATE- Create more clients in 30 DaysDawn Doherty
Dawn Doherty http://dawnd.com demonstrates the step by step process for creating a consistent flow of income. You'll learn what to do each day to call in your next best client!
5 Reasons You Will Fail At Open Networking!Stuart Walton
Fact - Networking brings companies a rich stream of new contacts and business that can make them more successful & profitable
Fact - Networking help them to understand their customers and the marketplace better whilst testing their message and its effectiveness.
"Making the right connections can make the difference between success and failure in business. The trick is doing it in a room full of strangers!"
“Keep in mind that networking is about being genuine and authentic, building trust and relationships, and seeing how you can help others.”
Success in Sales and Marketing Part 1- BASIS Marketing TrainingKenny Ong
Part A: Success in Sales & Marketing begins with your own Potential (1 hour)
1. Attitude, Character, and Habits
2. Maximizing your Potential
3. Building Relationships and Networks
4. Sales & Marketing: Why both are important
Part B: Success in Marketing (30 mins)
1. Overview of Marketing Strategies and Concepts
2. Introduction to Different marketing Options: Mass/Indirect Marketing Techniques, Targeted/Direct Marketing Techniques, Guerilla and Word-of-Mouth Marketing
3. How to develop a “Total Marketing Plan” introduction
Part C: Success in Sales (1½ hours)
1. Sales Mindset
2. Laws of Selling
3. How to Influence other people
4. Tele-Sales Tips
5. Practical and Easy-To-Learn Techniques to increase sales
8 B2B customer confessions. Understanding them can boost your acquisition & r...Chief Listening Officers
In case you're wondering what B2B decision-makers are thinking and saying to each other, but not to you, check this out.
These are 8 of the most frequent "confessions" or rants I've uncovered in conducting nearly 2,500 discovery conversations with my clients' customers and former customers:
1 “I wish you’d understand my goals—or at least ask me about them.”
2 “I hate when you say, ‘This isn’t a pitch,’ then launch into a 30-slide deck.”
3 “I ignore your laundry list of features and capabilities. Just tell me what you do best.”
4 “I dread talking to someone who is trying to answer detailed questions but can’t.”
5 “I’d love you to stop trying to upsell us before you’ve solved one problem really well.”
6 “I’m dying to know how your other customers solve this problem. I need context!”
7 “I hate when you say you’re our ‘partner. Just find ways to align with my interests.”
8 “I wish you’d be in touch when you don’t need anything.”
To read more about what each confession means and to see my disruptive questions that will get your customers and prospects to open up, check out these slides.
The Huge Power of Small: Create a Customer Service Experience - Triple Play 2021Antoine Dupont
Slides from my presentation at TriplePlay 2021 in Atlantic City, NJ on December 8, 2021. This was the 1:30 pm session. Enjoy!
Discover the insights & strategies used by more than 226,000 companies worldwide: how to accelerate growth of your business, how to increase customer acquisition and retention by creating a deep connection with them and how to attract and retain employees by giving them an added level of purpose in their day to day responsibilities. These ideas cost nothing to implement (because they’re so small), yet their impact is profound. And best of all, you can put them into action immediately.
3 Rules For Giving and Getting Great ReferralsTom Fox
Referrals fill the sales pipeline but how do you get, and give GREAT REFERRALS? Here are traits of great givers and "getters" and 3 rules to follow to fill your pipeline with prosperity.
Preparing Successful Sales Quotes: Experts Weigh In
It can take a lot of work to get a lead to the quoting stage. Don’t throw away all the effort you have put in managing your sales pipeline by preparing a sub-par sales quote. Providing a successful sales quote can often determine if you win or lose a deal.
To help you sort through it all, we’ve reached out to a panel of sales and small business experts and asked them all a single question: “What are the keys to preparing successful sales quotes? ”
Why Salespeople Fail . . . and what you can do about it!Tom Mallens 📈 💯
It's very hard to succeed in sales unless you know and understand the causes of failure. Otherwise, you're left to guess at what will work based on what everyone else is doing and - by definition - what everyone else is doing only generates mediocre results.
A different way of continuing the call call through the prospecting cycle and into your pipeline. 58 pages, but again 20-25 pages are humorous and antidotal in nature. Perfect for a 4 hr session with your inside sales or sales rep group.
Greysmoke's 11 Maxims on B2B Demand Generation CampaignsBaker Egerton
A visual whitepaper describing 11 fundamentals that every demand generation campaign for the enterprise should consider. Helpful insight for anyone who wants a peek at some of the complex considerations surrounding campaigns.
Overcoming the Fear of Calling for Sales SuccessPaul Kirch, PRC
One of the biggest challenges facing anyone in a sales role or any other role where client contact is critical is the fear of failure or rejection. Learning to overcome such fear is easy if you have the right pre-call strategies in place. Paul Kirch, CEO of Actus Sales Intelligence, walks you through simple strategies for facing your fear head on.
Follow Up or Go Home: 15 Tips For CRE Sales BrokersRonald H. Cohen
All good prospecting efforts are wasted without good follow-up. Here are some fundamental tips of the trades for all the soldiers pounding the pavement for deals every day.
PR and Marketing in Times of Turmoil from Marketing Jam '09Austin AMA
At the Austin AMA Marketing Jam '09, strategic communications experts Stacy Armijo and Michael Russel of Pierpont Communications (www.piercom.com) addressed how to approach PR and Marketing in times of turmoil.
Interested in more marketing programs and networking? Visit the Austin American Marketing Association website (www.austinama.org) for coming events and the AMA blog (www.austinama.org/blog) to be a part of the conversation.
How to Effectively Utilize Rewards and Recognitionguest7c430d
This presentation takes a fresh look at how to recognize and reward people in the work environment. It is suitable for both private and public sector environments.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
"Finding your Sweet Spot: The importance of Lead Qualification" by T. HeinkensTheFamily
Qualifying is all about gathering insights necessary to make a good judgment.
Should you sell to a given prospect? What is the best course of action to close a deal? Is this prospect a good fit for your offer? Is it a viable sales opportunity?
Only after you've qualified someone can you really know whether it's worth to invest your time and effort into trying to sell to this prospect.
During this 45 min. Workshop, Thibault will give you the 7 steps to efficiently qualify your leads and improve your sales startegy.
"Guerrilla Retailing" DISH Network international Team Summit general session keynote, presented by Orvel Ray Wilson, CSP May 5, 2009, Wells Fargo Theater, Denver Convention Center.
The Power of Technical Communication: How and Where We Impact the Bottom LineSharon Burton
Technical communication impacts many important business issues. This presentation covers these issues and provides ways to start measuring the dollar value we add.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
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Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
The key differences between the MDR and IVDR in the EUAllensmith572606
In the European Union (EU), two significant regulations have been introduced to enhance the safety and effectiveness of medical devices – the In Vitro Diagnostic Regulation (IVDR) and the Medical Device Regulation (MDR).
https://mavenprofserv.com/comparison-and-highlighting-of-the-key-differences-between-the-mdr-and-ivdr-in-the-eu/
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
1. “You Can Sell Anything”
Sales
Hero
Peter K. Godinez
Sales Hero
2. What We Want to Accomplish
• Customer‟s Requirements (That‟s You)
• Introductions of New “Sales Hero”
• Examples of Sales Process (Why so many?)
• Sales Prospecting (How to Find People Who will Buy)
• Traditional Media vs. Social Media (Linda P. Taylor)
• Sales Hero Behaviors (Top 10 +)
• Careers in Sales
• Question & Answers
9. Main Component (Simplified)
• Prospecting
• Customer Relationship Management (CRM)
• Qualifying
• Finding out what they are needing or looking for
• Developing the Solution
• Proposal/Offering
• Closing
• Post Sales Support
11. Prospecting
Cold Calling
•Various Opinions
•It works for a lot of people
•Reverse the Roles Exercise
•Takes along of Discipline/Hard Work/Energy
•Should be used for fact finding
•Warm Calls are better
•Balanced Approach
12. Prospecting
Telemarketing
•If you do make sure you do some homework
•Sometimes persistence pays off but be ready to answer the
question “What is this in regards to?”
•Asking who makes decisions takes courage to ask but be
ready for voice mail or 30 second attention getting initial
statement
•Having a reference or name you have in common makes it
easier
•NO NO to start presenting. Kindly ask for an BRIEF appointment
•Friendly Semi Happy Voice & let them off the hook
13. Chamber of Commerce
Prospecting Business Journal
BNI
Start Your Own
Rotary
Associations
Networking
•Need for Networking with the Right People
•Have a “Givers Gain” Mind Set
•Getting Value Upfront without Measure
•29% of Population Knows the Whole World
by 6 Degrees of Separation
•It is not Who You Know but Who Knows You!
•Several Opportunities Available
14. Prospecting
Referral Selling (Leveraging Relationships)
•Counting on Who You Know (Friends)
•Not being afraid to Ask
•Asking Your Existing HAPPY Clients
•Ask Unconditional
•Asking for Basic Introduction or Meeting
•“Givers Gain” Do Best at this Method
•Keep Track of Friends (W/O Measure)
15. Prospecting
Tracking Existing Clients Timeframes
•Need to Take Care of Your Existing Clients
•Know When Timeframe is Expiring
(Lease/Service)
•Do this for Competitive Placement
•Proper Use of Data (Needs to be Worked
Daily)
•Consist Communication & Fast
Response/Resolution
16. Prospecting
Traditional Media
(Disruption Media/Institution Controlled/Push/Consideration)
•Television
•Radio
•Newspaper
•Magazines
•Direct Mail
•Bill Boards
• Movies
18. Main Component (Simplified)
• Prospecting (A lot but important)
• Customer Relationship Management (CRM)
• Qualifying
• Finding out what they are needing or looking for
• Developing the Solution
• Proposal/Offering
• Closing
• Post Sales Support
19. Customer Relationship Management
(Keeping Track of Who You Know)
• Outlook
• Blackberry Name
Company
• I-Phone Address
Phone
• Palm Pilot Email
• Sales Force.com Main Contact
Date of Follow Up
• Structured Web Notes
Birthday
• Goldmine Current Vendor
Lease Expiration
• Card Scan
20. Qualifying
To reach the later stages of a selection process or contest by
competing successfully in earlier rounds
• Are they in need of your product/service
•What is their present relationship with current vendor
•Are they in a contract with another vendor
•Can they financial pay for the offering
•Can the decisions be made at the current location
•Who is/are the decision makers
•Who are the major influencers
•Do they have the temperament that you can handle long term
21. Uncovering Needs Problems
(Finding out what they are needing or looking for)
• Are you a engaging person or do you like to talk A LOT?
• What are some interesting questions?
• Do you look interested in what they are saying?
• Do you try and expand on their answers (what else?)
• What kind of research do you do before the meeting?
• What kind of notes do you take?
• Do you ask direct or indirect questions?
• What kinds of questions can you state w/ “What if, what would
happen, what would be the benefit, how would that make you
feel, how would that effect your bottom line
22. Developing Solutions
• Collaborate/Brainstorm with your team
• Make sure it works and will produce results
• Make sure it meets ALL of the client‟s requirements
• Provide reference from others you provided solution
• Provide a „way out” if solution does not work
• The more complicated solution need to do in steps
• Communicate with your team updates & status
• Follow up & problem resolution are a MUST
23. Proposal/Offering
Too many people have wasted too much time on too many proposals
that never amount to a sale74% of all proposals are LOST and 24% never
needed to be created (you could have won without one).
-Jeffrey Gitomer
• Sometimes just requires an single sheet done professional (Invoice)
•Electronic version becoming more popular (Email)
•Sometimes an order form is appropriate
•More complicated solutions take more information (long selling cycles)
•Keep it simple, clean, neat and organized
•Proposal reflect your company image
•“I need to review this with my management” means looking around or
wrong level (relationships)
24. Closing
• Kindly just ask after you have done all your work
• Indirect Commitment (Who needs training, dates of delivery)
• What‟s preventing you from doing this?
• If I get that obstacle out of the way would you proceed?
• Communicate Creatively
• Create an offer so good that you can ask “Fair Enough”
• It takes alittle courage
• Smile when you ask
• Are we almost there? (smile)
• How am I doing? (New York Accent)
• Use humor if all fails
• Closing should be a easy process. We complicate it to much.
25. Post Sales Support
• Bend over backwards for your client
• Easier to sell a happy content client
• Hard to get new clients
• Happy Clients can be used for a references
• Testimonies (Letters or Video)
28. What We Want to Accomplish
• Customer‟s Requirements (That‟s You)
• Introductions of New “Sales Hero”
• Examples of Sales Process (Why so many?)
• Sales Prospecting (How to Find People Who will Buy)
• Traditional Media vs. Social Media (Linda P. Taylor)
• Sales Hero Behaviors (Top 10 +)
• New Ways to be Happy & Make Money
• Question & Answers
29. Sales Hero Behaviors
(Inside & Outside of Sales Life)
• Be an engaging person. Show body language that
you are sincerely interested in the person
• Learn how to be friendly/ Learn how to smile in a
big way
• Be a calming factor in the mist of chaos
• Respond to calls and messages in a timely and
friendly manner
• Learn how to receive venting without taking it
personal
30. Sales Hero Behaviors
(Inside & Outside of Sales Life)
• Dress clean and fashionable
• Learn how to laugh and make people laugh
• Remember special dates
• Use other person‟s name a lot
• Good eye contact while person is speaking
31. Sales Hero Behaviors
(Inside & Outside of Sales Life)
• Give of one self –first “Givers Gain Mindset”
• Bring people into conversations
• End a statement with a question back
• Faithfully keep in regular contact
• If someone hands you some thing (business card)
Look at it intently and make a nice comment
32. Sales Hero Wisdom
• No One Like to be Sold but Everyone Loves to Buy in their Own
Timing
• People Buy because they Like You, Trust You, Believe in You, Have
Confidence in You and Know You Delivery Real Value (up front)
• Focus on the Relationship and the Transaction will Happen. Sales
for the Moment Friends for Life
• Consumers are Very Well Researched (Internet) and can not be
fooled any more.
• It is not a “Hard Sell” it is a “Heart Sell”
• Seek out Mentors
• Spend Quality Time with Positive Encourage People
33. Advanced Sales Hero Behavior
• Be a Practitioner of Social Media
• Get in Print
• Be Published
• Speak in Public
• Take an Active Role in Your Community
• Be Noticeably Different
• Get on the Radio
• Get on Television
• Create a e-newsletter
• Video Customer Testimonies (You Tube)
• Give Yourself a Creative Title
• The Best Way to Get a Referal is to Give One
34. Careers in Sales
• Sales Heroes are on 24/7/365
• Corporate America
• Working for Small to Medium Companies LLC
• Industry Specific
• Non Profit – Fund Raising
• Sales Trainer/Consultant
• Start Your Own Business
• Affiliate Marketing
35. Example of Affiliate Marketing
Impressive Tour that I would like you to experience
http://www.24hourtour.net/godinez
Or go to
http://www.petergodinezsc.com & click on “Start Your Own Business”
If you experience this tour & send me an e-mail I will send you this
presentation (Free of Charge)
gosaleshero@gmail.com
This opportunity allows you to use all of these tools tonight, own your
own business (w/o the expense), gives you all the tax benefits of owning
your own business. This is the present day “oil”, “stock market”, “real
estate” and “software” opportunity. (E-commerce)
I want to thank each one of you for investing in this 3 hour training. The fact that you showed up tonight and took time from your loved one is a sign that something very positive will be happening to you. The world is changing and looks pretty scary from the old way of doing things.Working for a CorporationWorking for a small businessWorking for governmentBeing a teacherOwning your own business“Who Moved my Cheese”
Sales Hero Behavior applies to every aspect of your life MarriageFinding a significant otherTreatment of ChildrenNeighborsCoaching MentoringStrangersTeacherOrder takerCustomer SupportCo_WorkerManagerLeader
Moment by moment behaviorCorporate American is changing Pay on performance or support for salary or Minimum WagesSmall to Medium need to sell something or they are outIndustry – Copies, insurance, pharm, banks (VP of New Business Development)Non Profit –big donors or small contributionsSales Trainer - Your students better sell somethingStart your own business $1,000 of $ No profit for 2 years Many failAffiliate Marketing - Past companies have caused neg but becoming more legit